×

Uh-oh, it looks like your Internet Explorer is out of date.

For a better shopping experience, please upgrade now.

Sales Encyclopedia: The Most Comprehensive How-To Guide on Selling
     

Sales Encyclopedia: The Most Comprehensive How-To Guide on Selling

by Robert Chapin, John Chapin, Kyle Andrews, Bill Hall, Keith Mooradian
 

For 100 years or more, the best salespeople have been slowly developing and cataloging best practices for their own use. Nowhere has all of this information been assembled at once until now. With the publication of Sales Encyclopedia, salespeople and sales managers have a single-volume source for information on every facet of the sales process. In 47 chapters and

Overview

For 100 years or more, the best salespeople have been slowly developing and cataloging best practices for their own use. Nowhere has all of this information been assembled at once until now. With the publication of Sales Encyclopedia, salespeople and sales managers have a single-volume source for information on every facet of the sales process. In 47 chapters and 678 pages, six authors with a combined 143 years of sales experience guide both new and experienced sales staff through every step of selling. In a clear, easy-to-digest style, the six authors provide a comprehensive guide that will enable new salespeople to gain the equivalent of years of experience, and remind veteran sellers of why their game stays sharp.

Editorial Reviews

Library Journal

More how-to than reference, this volume presents selling advice and procedural etiquette, as tested by six previously unpublished sales professionals. Divided into ten sections and 47 step-by-step chapters, the book offers a revealing look at the sales process and its manipulative psychology. Especially fascinating are the subchapters describing how to maintain control of a conversation, make effective residential calls, and overcome customer objections. Although well organized and authoritative, the text occasionally slips into self-help-style generalizations and makes astonishing suggestions, like requesting unreceptive customers to switch their listening ear. Purchase if needed to boost psychology, sales, and economic theory collections.


—Savannah Schroll Guz

Product Details

ISBN-13:
9780971968417
Publisher:
Complete Selling Inc.
Publication date:
11/01/2008
Edition description:
New Edition
Pages:
708
Product dimensions:
7.40(w) x 9.10(h) x 2.00(d)
Age Range:
18 Years

Meet the Author

The authors of Sales Encyclopedia are among the most highly skilled and experienced salespeople around with a combined 143 years of real-world sales acheivement. Their vast selling experience spans many industries, and they have been at the top in each industry in which they have sold. They have extensive selling experience in face-to-face and telemarketing sales. They have sold products and services to large corporations as well as individuals, in good economic times and bad. They also have mentored new salespeople and done one-on-one and group sales training for some of the largest companies around the world.

Customer Reviews

Average Review:

Post to your social network

     

Most Helpful Customer Reviews

See all customer reviews